Clients - Case studies

Identifying and Growing Leadership Capability

Background

In response to fast-changing market needs and increased competition, a pharmaceutical business decided to re-structure and increase the capability of their sales force. This had a major impact in relation to identification and development of leadership talent within this population.

Our approach

Human Qualities has worked closely with this business, since 1998, on a number of different initiatives, to help them meet these changing requirements.

One such project has been to identify and develop their sales managers for the future. This has involved developing a suite of simulation exercises based on issues that are challenging and relevant to the business. Potential new sales managers attend Development Centres, to enable them to improve. The organisation uses this information, together with track record data, to make promotion decisions.

The success of this Development Centre has enabled Human Qualities to work with the organisation in designing other events for different groups of managers, e.g. customer relationship managers and marketing professionals. Once again, these Development Centres have focused both on personal development and organisational succession planning.

In addition, Human Qualities has designed and regularly delivers a three-day leadership and management skills programme. This programme skills up new managers for the challenges facing them, including modules on feedback, coaching and leadership style, together with personal support allowing managers to increase their confidence in motivating and inspiring others. Delegates also participate in a follow up 360 o feedback session to assess the impact of their learning in the workplace.

To meet changing business needs and develop talent in the business, Human Qualities has worked with the organisation to develop other bespoke training programmes, such as customer relationship management for their new Key Account Managers and a coaching skills programme for more senior managers.

Impact

Through the implementation of both the Development Centres and the various development programmes, there is now a greater overall understanding of the leadership potential within the division, which enables greater long-term planning. In addition, individuals have greater ownership over their own development and career direction. The organisation now has a strong track record of success in “growing its own” managers and leaders, with a reduced need to recruit externally for these roles.